Industry Blueprint - Engineering & Construction

Engineering and Construction Salesforce Industry Blueprint

Forward-Looking Statements This presentation contains forward-looking statements about, among other things, trend analyses and future events, future ﬁnancial performance, anticipated growth, industry prospects, environmental, social and governance goals, and the anticipated beneﬁts of acquired companies. The achievement or success of the matters covered by such forward-looking statements involves risks, uncertainties and assumptions. If any such risks or uncertainties materialize or if any of the assumptions prove incorrect, Salesforce’s results could diﬀer materially from the results expressed or implied by these forward-looking statements. The risks and uncertainties referred to above include those factors discussed in Salesforce’s reports ﬁled from time to time with the Securities and Exchange Commission, including, but not limited to: the impact of, and actions we may take in response to, the COVID-19 pandemic, related public health measures and resulting economic downturn and market volatility; our ability to maintain security levels and service performance meeting the expectations of our customers, and the resources and costs required to avoid unanticipated downtime and prevent, detect and remediate performance degradation and security breaches; the expenses associated with our data centers and third-party infrastructure providers; our ability to secure additional data center capacity; our reliance on third-party hardware, software and platform providers; the eﬀect of evolving domestic and foreign government regulations, including those related to the provision of services on the Internet, those related to accessing the Internet, and those addressing data privacy, cross-border data transfers and import and export controls; current and potential litigation involving us or our industry, including litigation involving acquired entities such as Tableau Software, Inc. and Slack Technologies, Inc., and the resolution or settlement thereof; regulatory developments and regulatory investigations involving us or aﬀecting our industry; our ability to successfully introduce new services and product features, including any eﬀorts to expand our services; the success of our strategy of acquiring or making investments in complementary businesses, joint ventures, services, technologies and intellectual property rights; our ability to complete, on a timely basis or at all, announced transactions; our ability to realize the beneﬁts from acquisitions, strategic partnerships, joint ventures and investments, including our July 2021 acquisition of Slack Technologies, Inc., and successfully integrate acquired businesses and technologies; our ability to compete in the markets in which we participate; the success of our business strategy and our plan to build our business, including our strategy to be a leading provider of enterprise cloud computing applications and platforms; our ability to execute our business plans; our ability to continue to grow unearned revenue and remaining performance obligation; the pace of change and innovation in enterprise cloud computing services; the seasonal nature of our sales cycles; our ability to limit customer attrition and costs related to those eﬀorts; the success of our international expansion strategy; the demands on our personnel and infrastructure resulting from signiﬁcant growth in our customer base and operations, including as a result of acquisitions; our ability to preserve our workplace culture, including as a result of our decisions regarding our current and future oﬃce environments or work-from-home policies; our dependency on the development and maintenance of the infrastructure of the Internet; our real estate and oﬃce facilities strategy and related costs and uncertainties; ﬂuctuations in, and our ability to predict, our operating results and cash ﬂows; the variability in our results arising from the accounting for term license revenue products; the performance and fair value of our investments in complementary businesses through our strategic investment portfolio; the impact of future gains or losses from our strategic investment portfolio, including gains or losses from overall market conditions that may aﬀect the publicly traded companies within our strategic investment portfolio; our ability to protect our intellectual property rights; our ability to develop our brands; the impact of foreign currency exchange rate and interest rate ﬂuctuations on our results; the valuation of our deferred tax assets and the release of related valuation allowances; the potential availability of additional tax assets in the future; the impact of new accounting pronouncements and tax laws; uncertainties aﬀecting our ability to estimate our tax rate; uncertainties regarding our tax obligations in connection with potential jurisdictional transfers of intellectual property, including the tax rate, the timing of the transfer and the value of such transferred intellectual property; uncertainties regarding the eﬀect of general economic and market conditions; the impact of geopolitical events; uncertainties regarding the impact of expensing stock options and other equity awards; the suﬃciency of our capital resources; our ability to comply with our debt covenants and lease obligations; and the impact of climate change, natural disasters and actual or threatened public health emergencies, including the ongoing COVID-19 pandemic.

Contents Industry Blueprint Overview 1 Industry L0 & L1 Capabilities with Product Coverage 3 2 Industry L2 Capabilities with Product & Partner Coverage 3

Iconography Success Sustainability Experience Service Sales Learning Marketing Commerce Analytics Work.com AppExchange Loyalty Slack Management Field Service Social Studio Customer 360 Integration Collaboration Platform Workﬂow Einstein Financial Health Consumer Energy & Utilities Media Communications Automotive Manufacturing Nonproﬁt Government Education Philanthropy Public Services Cloud Cloud Goods Cloud Cloud Cloud Cloud Cloud Cloud Cloud Cloud Cloud Cloud Sector Solutions Partner Icons In-Market ISV Partners Represents where in-market ISV partners oﬀer apps that ﬁt L1 and L2 capabilities

Engineering & Construction Blueprint: Capability Overview Business Development Tendering Pre-execution Execution LEAD GENERATION CUSTOMER 360 OPPORTUNITY MANAGEMENT PRICING & QUOTING SUPPLIER ONBOARDING & DESIGN & ENGINEERING FIELD SERVICE PROCUREMENT PROCESS Attracting prospective end customers to engage A single view of the customer client's proﬁle Ability to manage the potential sale of products Pricing and Quoting enables payers to produce The creation and storage of design & Field Service Management for scheduling, ENGAGEMENT MANAGEMENT with your brand initially & capturing those as including ﬁnancials accounts, held away assets, and/or services to a customer or partner in accurate and highly conﬁgured sales quotes for engineering documents during the construction dispatching and real-time communication. In Identifying the right supplier for the project and The process of identifying and selecting the prospects or leads. relationships, interactions, oﬀers, cases, client order to generate revenue against a forecasted customers, especially in complex sales process. some cases, it includes leveraging connected collaborating with the supplier during project right suppliers/subs for a job and managing the team, goals, notes, documents and activities. quota across a deﬁned execution process. transactions. The goal should include making all devices for scheduled resupply, maintenance execution. process from bids to deliver/executions. sales components easily available... and any incidents. SALES ANALYTICS INSIGHTS BACKLOG MANAGEMENT TENDER RESPONSE STAGE GATE MANAGEMENT MOBILIZATION SUPPORT SUBCONTRACTOR ENGAGEMENT COLLABORATION RESOURCE MANAGEMENT Management of insights and data analytics Manage backlogs to ensure cycle time Stage gate management - i.e., the management Managing the tasks, activities, and milestones Leveraging historical data to identify the right Improve internal cross channel collaboration to Resource management is acquiring, allocating MANAGEMENT associated with the sales process. commitments are met and inventory and new of the stage gate project development approach for beginning a new project. subcontractor for a particular project and have a seamless digital dialogue between team and managing the resources, such as individuals Milestones and deadlines management Content product starts support the optimal fab - has been designed as a business process both collaborating with the sub to deliver a ﬁnancial members. and their skills, ﬁnances, technology, materials, pre-ﬁlling from the RFP2 Bid templating utilization and proﬁtability. Tied closely to to meter spending prior to the investment and technical proposal. machinery and natural resources required for a (integration of components) inventory management and demand plan to... decision and yield... project. COMMERCIAL RISK BUSINESS STAKEHOLDER CONTRACT NEGOTIATION & INTEGRATED PLANNING PROJECT BUDGETING & DEMOBILIZATION SUPPORT CONSTRUCTION EXECUTION Integrated planning is a means of facilitating Managing the tasks, activities, and milestones MANAGEMENT MANAGEMENT MANAGEMENT MANAGEMENT MANAGEMENT smart decision making and planning across all for ending a project. Identiﬁcation, analysis and mitigation of risks Stakeholder Alignment of speciﬁc content and The process for creating, negotiating and Managing/determining the project margin via The end-to-end management of work tasks and divisions of a given company. By connecting for a potential opportunity/project. messaging for their LOB and campaign executing a contract or SOW and all the identifying the right suppliers, subs, and internal activities during the execution of a construction various planning processes to one another and initiatives or projects. associated milestones, deliverables, etc. resource. project. promoting end-to-end (E2E) visibility, it helps... SEGMENT MANAGEMENT PROJECT & PORTFOLIO The process of dividing a broad consumer or ANALYTICS business market, normally consisting of existing Project analytics to provide portfolio-level and potential customers, into sub-groups of visibility and identify/focus on projects that consumers based on some type of shared need attention. characteristics PROJECT DATA COLLECTION & ENVIRONMENTAL, HEALTH & KNOWLEDGE MANAGEMENT SAFETY (EHS) MANAGEMENT 360 view of historical and current project data. The process for identifying, tracking, routing and mitigating employee health and safety incidents.

Manage the Business: Capability Overview Brand and Reputation Financial Management Employee Experience Service Building BUDGETING PAYROLL BENEFITS MANAGEMENT RECRUITMENT, ONBOARDING & RETENTION CLAIM MANAGEMENT & ADJUDICATION MARKETING RESOURCE MANAGEMENT Collaborate on plans, budgets, and forecasts across the entire Calculation of net pay from gross salary, wages, and other Aid enrollment and administration of employee beneﬁts programs Crew training & certiﬁcation Incident reporting Feedback surveys Managing the workﬂow if identifying, evaluating and decisioning Manage Marketing Campaigns, Agency Collaborations and organization compensation, factoring in payroll taxes and deductions of various such as health, vision, dental, wealth and retirement. Employee Journeys claims that occur during a construction project. Marketing Assets types. The process also encompasses tax dealings and pay distribution PROCUREMENT LEARNING & DEVELOPMENT MANAGEMENT EMPLOYEE COLLABORATION WORKFORCE MANAGEMENT FACILITY OPERATIONS MANAGEMENT MARKETING STRATEGY & PLANNING Get visibility and control over the entire procure-to-pay process for Learning and Development (L&D) is a function within an Collaboration in the workplace is when two or more people (often Core FSL capability to manage workforce, dispatch workforce, etc... Facilities Operations (sometimes inclusive of Facilities The analysis of how a brand is perceived in the market, the strategy both indirect and direct spend. organization that is responsible for empowering employees' groups) work together through idea sharing and thinking to Maintenance) encompasses a broad spectrum of services, to improve the perception, diﬀerentiate from competitors and growth and developing their knowledge, skills, and capabilities to accomplish a common goal. competencies, processes, and tools required to assure the built attack new markets. The administration, collaboration and drive better business performance. While training tends to focus... environment will perform the functions for which a facility was coordination of marketing programs, scheduling, resourcing and designed and constructed. Operations and maintenance... budgeting. GENERAL ACCOUNTING TALENT MANAGEMENT ALUMNI RELATIONSHIP MANAGEMENT EMPLOYEE SUPPORT CUSTOMER SEGMENTATION Visibility into key ﬁnancial data and also streamlining manual The process of getting the right talent onboard and helping them Ability to keep in touch with past employees. Manage HR & IT help desk requests, assets, SLAs & activities The act of identifying your shoppers and prospects and identify accounting workﬂows. grow to their optimal capabilities keeping organizational objectives and break them out into logical segments to inform customer in mind. Talent management is aimed at improving business experience strategy. performance through practices that make employees more productive. The primary purpose of talent management is... BILLING MANAGEMENT EMPLOYEE COMMUNICATION SELF SERVICE PORTAL SOCIAL INTRANET The process of rating or calculating the amount to charge Ability to broadcast news and announcements to all stores, A self-service portal is a website that oﬀers information and An intranet plays many roles inside an organization—it’s a website, customers for products and services provided, across all required management announcements to speciﬁc roles and locations. resources to help users ﬁnd answers and resolve their issues. The communications channel, and collaboration platform. Good billing scenarios. two most common types of self-service portals are customer intranet software makes it easy for every employee to contribute, self-service and employee self-service. While the content and user not just a select few. The most eﬀective intranets help people work experience often vary dramatically between these two... better together by combining ﬂexible content...

Engineering & Construction Blueprint: Product Coverage Business Development Tendering Pre-execution Execution LEAD GENERATION CUSTOMER 360 OPPORTUNITY MANAGEMENT PRICING & QUOTING SUPPLIER ONBOARDING & DESIGN & ENGINEERING FIELD SERVICE PROCUREMENT PROCESS ENGAGEMENT MANAGEMENT SALES ANALYTICS INSIGHTS BACKLOG MANAGEMENT TENDER RESPONSE STAGE GATE MANAGEMENT MOBILIZATION SUPPORT SUBCONTRACTOR COLLABORATION RESOURCE MANAGEMENT MANAGEMENT ENGAGEMENT COMMERCIAL RISK BUSINESS STAKEHOLDER CONTRACT NEGOTIATION & INTEGRATED PLANNING PROJECT BUDGETING & DEMOBILIZATION SUPPORT CONSTRUCTION EXECUTION MANAGEMENT MANAGEMENT MANAGEMENT MANAGEMENT MANAGEMENT SEGMENT MANAGEMENT PROJECT & PORTFOLIO ANALYTICS PROJECT DATA COLLECTION & ENVIRONMENTAL, HEALTH & KNOWLEDGE MANAGEMENT SAFETY (EHS) MANAGEMENT Partners KEY:

Manage the Business: Product Coverage Brand and Reputation Financial Management Employee Experience Service Building BUDGETING PAYROLL BENEFITS MANAGEMENT RECRUITMENT, ONBOARDING & RETENTION CLAIM MANAGEMENT & ADJUDICATION MARKETING RESOURCE MANAGEMENT PROCUREMENT LEARNING & DEVELOPMENT MANAGEMENT EMPLOYEE COLLABORATION WORKFORCE MANAGEMENT FACILITY OPERATIONS MANAGEMENT MARKETING STRATEGY & PLANNING GENERAL ACCOUNTING TALENT MANAGEMENT ALUMNI RELATIONSHIP MANAGEMENT EMPLOYEE SUPPORT CUSTOMER SEGMENTATION BILLING MANAGEMENT EMPLOYEE COMMUNICATION SELF SERVICE PORTAL SOCIAL INTRANET Partners KEY: